Tip of the Week #82: How to Track Your Most Valuable Lead Sources

Tracking where your leads come from helps you understand which marketing channels generate the most revenue for your gym. With Gym Lead Machine, you can track this using the Opportunity Source field inside your automations.

By setting this up correctly, you'll be able to see:

• Which lead sources bring in the most leads
• Which campaigns generate the most revenue
• How many leads convert into members
• The conversion rate of each marketing channel

Step 1: Open the Workflow Triggered by Your Form

Go to the workflow that runs when someone submits a form.

Common examples include:

• Website form Submitted workflow
• Lead Ad Form: New Lead workflow

Inside the workflow, locate the action where the system creates or updates an Opportunity.

Step 2: Edit the Opportunity Action

Find the step labeled:

Create Opportunity

or

Update Opportunity

Inside that action:

1. Click Add Field
2. Select Opportunity Source
3. Enter a custom value for the lead source

By default, this field uses the Contact Source, which records where the lead originally entered your system. However, manually setting the Opportunity Source allows you to track specific campaigns or lead channels.

Example sources:

• Website Form
• Facebook Ad – January Campaign
• Instagram Bio Link
• Google Ads – Free Trial

Step 3: Set the Lead Value

Within the same Opportunity action, you can also assign a Lead Value.

This helps your reporting estimate how much revenue each lead source generates.

We recommend using one consistent method across your workflows.

Option 1: Initial Membership Value

Example:

$199 starter membership package

Option 2: Lifetime Member Value

Example:

$1,500 estimated lifetime value of a gym member

Step 4: Repeat for Each Lead Source

To track performance accurately, create a unique Opportunity Source for each marketing channel or campaign.

Examples:

This allows Gym Lead Machine to track exactly which campaigns generate the most revenue and members.

Step 5: View the Lead Source Report

Once your sources are configured, you can track performance from your dashboard.

Navigate to:

Dashboard → Lead Source Report

Then configure the filters:

1. Select the correct Pipeline (for example, your Fitness Pipeline)
2. Set the filter to Date Created
3. Choose your date range

Examples:

• Last 30 days
• Last 90 days
• A specific month (such as February)

Click Apply to generate the report.

What You'll See in the Report

The Lead Source Report will show:

• Total leads from each source
• Total lead value
• Number of won opportunities
• Conversion performance of each campaign

This makes it easy to identify which marketing channels are actually growing your gym.

Pro Tip

Create a unique Opportunity Source for every ad campaign you run.

For example:

• Facebook Ad – New Year Promo
• Facebook Ad – Summer Special
• Facebook Ad – 6 Week Challenge

This allows you to quickly see which campaigns are worth scaling and which ones need improvement.